1. © 2003 The McGraw-Hill Companies, Inc. All rights reserved. Credit and Inventory Management Chapter Twenty-One

2. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.1 Key Concepts Understand the key issues related to credit management Understand the impact of cash discounts Be able to evaluate a proposed credit policy Understand the components of credit analysis Understand the major components of inventory management Be able to use the EOQ model to determine optimal inventory levels

3. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.2 Chapter Outline Credit and Receivables Terms of the Sale Analyzing Credit Policy Optimal Credit Policy Credit Analysis Collection Policy Inventory Management Inventory Management Techniques Appendix –Two Alternative Approaches –Discounts and Default Risk

4. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.3 Credit Management: Key Issues Granting credit increases sales Costs of granting credit –Chance that customers wont pay –Financing receivables Credit management examines the trade-off between increased sales and the costs of granting credit

5. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.4 Components of Credit Policy Terms of sale –Credit period –Cash discount and discount period –Type of credit instrument Credit analysis – distinguishing between good customers that will pay and bad customers that will default Collection policy – effort expended on collecting on receivables

6. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.5 The Cash Flows from Granting Credit Credit SaleCheck MailedCheck Deposited Cash Available Cash Collection Accounts Receivable

7. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.6 Terms of Sale Basic Form: 2/10 net 45 –2% discount if paid in 10 days –Total amount due in 45 days if discount not taken Buy $500 worth of merchandise with the credit terms given above –Pay $500(1 -.02) = $490 if you pay in 10 days –Pay $500 if you pay in 45 days

8. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.7 Example: Cash Discounts Finding the implied interest rate when customers do not take the discount Credit terms of 2/10 net 45 and $500 loan –$10 interest (.02*500) –Period rate = 10 / 490 = 2.0408% –Period = (45 – 10) = 35 days –365 / 35 = 10.4286 periods per year EAR = (1.020408) 10.4286 – 1 = 23.45% The company benefits when customers choose to forego discounts

9. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.8 Credit Policy Effects Revenue Effects –Delay in receiving cash from sale –May be able to increase price –May increase total sales Cost Effects –Cost of sale is still incurred even though the cash from the sale has not been received –Cost of debt – must finance receivables –Probability of nonpayment – some percentage customers will not pay for products purchased –Cash discount – some customers will pay early and pay less than the full sales price

10. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.9 Example: Evaluating a Proposed Policy – Part I Your company is evaluating a switch from a cash only policy to a net 30 policy. The price per unit is $100 and the variable cost per unit is $40. The company currently sells 1000 units per month. Under the proposed policy the company will sell 1050 units per month. The required monthly return is 1.5%. What is the NPV of the switch? Should the company offer credit terms of net 30?

11. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.10 Example: Evaluating a Proposed Policy – Part II Incremental cash inflow –(100 – 40)(1050 – 1000) = 3000 Present value of incremental cash inflow –3000/.015 = 200,000 Cost of switching –100(1000) + 40(1050 – 1000) = 102,000 NPV of switching –200,000 – 102,000 = 98,000 Yes the company should switch

12. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.11 Total Cost of Granting Credit Carrying costs –Required return on receivables –Losses from bad debts –Costs of managing credit and collections Shortage costs –Lost sales due to a restrictive credit policy Total cost curve –Sum of carrying costs and shortage costs –Optimal credit policy is where the total cost curve is minimized

13. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.12 Credit Analysis Process of deciding which customers receive credit Gathering information –Financial statements –Credit reports –Banks –Payment history with the firm Determining Creditworthiness –5 Cs of Credit –Credit Scoring

14. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.13 Example: One Time Sale NPV = -v + (1 - )P / (1 + R) Your company is considering granting credit to a new customer. The variable cost per unit is $50, the current price is $110, the probability of default is 15% and the monthly required return is 1%. NPV = -50 + (1-.15)(110)/(1.01) = 42.57 What is the break-even probability? –0 = -50 + (1 - )(110)/(1.01) – =.5409 or 54.09%

15. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.14 Example: Repeat Customers NPV = -v + (1- )(P – v)/R Look at the previous example, what is the NPV if we are looking at repeat business? NPV = -50 + (1-.15)(110 – 50)/.01 = 5,050 Repeat customers can be very valuable (hence the importance of good customer service) It may make sense to grant credit to almost everyone once, as long as the variable cost is low relative to the price If a customer defaults once, you dont grant credit again

16. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.15 Credit Information Financial statements Credit reports with customers payment history to other firms Banks Payment history with the company

17. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.16 Five Cs of Credit Character – willingness to meet financial obligations Capacity – ability to meet financial obligations out of operating cash flows Capital – financial reserves Collateral – assets pledged as security Conditions – general economic conditions related to customers business

18. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.17 Collection Policy Monitoring receivables –Keep an eye on average collection period relative to your credit terms –Use an aging schedule to determine percentage of payments that are being made late Collection policy –Delinquency letter –Telephone call –Collection agency –Legal action

19. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.18 Inventory Management Inventory can be a large percentage of a firms assets Costs associated with carrying too much inventory Costs associated with not carrying enough inventory Inventory management tries to find the optimal trade-off between carrying too much inventory versus not enough

20. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.19 Types of Inventory Manufacturing firm –Raw material – starting point in production process –Work-in-progress –Finished goods – products ready to ship or sell Remember that one firms raw material may be another companys finished good Different types of inventory can vary dramatically in terms of liquidity

21. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.20 Inventory Costs Carrying costs – range from 20 – 40% of inventory value per year –Storage and tracking –Insurance and taxes –Losses due to obsolescence, deterioration or theft –Opportunity cost of capital Shortage costs –Restocking costs –Lost sales or lost customers Consider both types of costs and minimize the total cost

22. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.21 Inventory Management - ABC Classify inventory by cost, demand and need Those items that have substantial shortage costs should be maintained in larger quantities than those with lower shortage costs Generally maintain smaller quantities of expensive items Maintain a substantial supply of less expensive basic materials

23. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.22 EOQ Model The EOQ model minimizes the total inventory cost Total carrying cost = (average inventory) x (carrying cost per unit) = (Q/2)(CC) Total restocking cost = (fixed cost per order) x (number of orders) = F(T/Q) Total Cost = Total carrying cost + total restocking cost = (Q/2)(CC) + F(T/Q)

24. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.23 Example: EOQ Consider an inventory item that has carrying cost = $1.50 per unit. The fixed order cost is $50 per order and the firm sells 100,000 units per year. –What is the economic order quantity?

25. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.24 Extensions Safety stocks –Minimum level of inventory kept on hand –Increases carrying costs Reorder points –At what inventory level should you place an order? –Need to account for delivery time Derived-Demand Inventories –Materials Requirements Planning (MRP) –Just-in-Time Inventory

26. McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved. 21.25 Quick Quiz What are the key issues associated with credit management? What are the cash flows from granting credit? How would you analyze a change in credit policy? How would you analyze whether to grant credit to a new customer? What is ABC inventory management? How do you use the EOQ model to determine optimal inventory levels?